 So now Brian said a small change. We need the big bucks What did you have to do to qualify for that 21 million dollar contract? Because I think that what I want there's 74 people watching what I want people to understand is while everyone claims that they want the big money You may not be eligible or what they call procurement ready to qualify for that Chris What did you have to submit and what did that look like to be able to submit for a 21 million dollar contract? I to me it felt like you were seeing that you're seeing the Indiana Jones temple of doom. I Have yeah, you know you like the first scene where he's like Running through like burning rings of fire and like falling running up like falling staircases and like there's like well That's what it felt like. I mean it was it was a 50 page technical and then like a 20 page pricing bid That I end up having to write and then that wasn't I've never even done that before it was my first one and it was each each individual question was Pretty pretty difficult like I was working pretty much 24-7 on it for the entire time that that we're doing bid and then a range of Qualifications like the amount of time in business Experience for each individual team member. I had to show them that we were seven or eight contacts deep So that we could you know handle the type of stuff they were gonna throw at us like they don't want just anyone coming in to do This contract they wanted somebody who had experience and the ability to handle it So yeah, I mean there was a there was a laundry list of qualifications. So we had to jump through And what about the pricing? What did that look like when you put together a pricing proposal for that? It was like kind of paper Trying to take some sort of like Combination of current market Forces and then like projected to the future a couple of years add some padding like Eric you kind of Talk to me through some of the pricing and actually asked like Advise me to increase my pricing so that I could the qualification was that so I could sleep at night Which I did and thank God I did Because that kind of helped protect me now So now but didn't they have other items on every the price like planes and freight other things besides just freight like Yes trucks. Yeah, so there was like the one main thing was 53 foot 53 foot drive-ins Then they also they also and that was domestic 53 foot drive-ins Responding to specific cities Within a certain amount of time like a number of minutes like 120 minutes So there's a lot of complex factors that was the main one and then they also had us do We responded to Specific like events so like what would you do in the event of this terrorist attack? You know on this city like walk us through every literally every minute of your response for You know two weeks, you know, and obviously like it stretches out the further you go But so yeah, that was that was air charter like chart. Can you charter planes? Can you charter planes internationally? Can you charter planes? Yeah, charter planes Yeah, I want just so further to know when the government buys at that level, right at that size They're not just buying trucks. So when you say you want these bigger contracts, they put everything into it I saw it. That's why I know Kristen. He glanced over that but they needed charter planes Terrorist attacks response time for that. So what I want people to understand is well We think that we want this stuff We have to be able to service it and and manage it and we'll talk about that later on what else do they ask for Chris? I'm a range of different equipment domestically Besides drive-ins reefers RGNs straight trucks sprinters Basically, they they wanted to have access to every piece of equipment that's out there in the in the logistics space domestically internationally the scope was a little bit smaller, but There was also like an insurance qualification Because it's a lot of money. They're handling and then it's also like a hazmat hazmat qualifications So different just like a range of different services and providers that you had to have For that and then it also once we got into the contract. It's now expanding We're doing like very little of what we started out Contracted to do mostly we're going to change the rules on you Yeah, and I'm like bringing on like this is this is great, you know So so yeah, it's expanding a lot. It's like kind of moving sideways in directions that I didn't even expect but and I forget the terminology for that Eric But you kind of coach me up in it like when they can, you know use a contract for right I forget what it's called. Yeah I know what you're talking about. Yeah So as the point I'm trying to make is that the reason why I brought these gentlemen on here is I want to what we you know my objective is to Show the opportunity that exists from like all the way at the bottom which ended all the way up to the top But there's opportunities for everyone in between So again, if you're not ready for the $21 million Contract then micro purchase is there. I mean that's a very attractive feel because one is Go ahead. That's a micro purchases is less competition. There's no crime. There's less competition Who you know whether you're making that or not? There's less competition. They don't have to put it out publicly forbid So once you build that relationship, they could call you back and back and back and over and over and over again So you take you're looking at only the one ten thousand dollar But they can actually take a hundred thousand dollar contract break it up into ten pieces and give you ten different contracts That's what the kind of things that we talked about those are the kind of things that we that we want people to understand Then the next thing is they can go up to simplified acquisition Which is just one step above micro purchase and those contracts are hundred hundred fifty thousand dollars as well So those those are the size that fits most people on this call The most they're gonna be watching this video. They're gonna fall into that range where Maybe they have one or two trucks, right Demetrius Or they have access to one or two trucks And so those are kind of things they can qualify for and not a lot of people are gonna be able to price out planes and 52 Sprinter vans and whatever, you know showing up from a terrorist attack I just don't see a whole lot of people on here having that those qualifications But there is a pathway and both in both directions So for the small opportunities, they they're coming from building relationships and doing market research from the larger ones Like Chris said a lot of times they're miscategorized and misclassified. So you've got to be have someone Constantly searching and doing the research So I want I just want to say that because I wanted to help answer those questions Go ahead Demetrius keep keep talking. So now Demetrius one of things I think But you've won multiple opportunities, how many contracts have you won this year? Somewhere around seven eight Okay, all right a lot of them for it's been for a distribution Okay, we're still waiting to hear back on a lot of the ones that we bid on for the transportation projects Okay, you still don't know what the the holdup is, you know, it's like, you know the fourth quarter I thought I was gonna get really, you know, here's some stuff back in during the fourth quarter, but Didn't seem like it was a whole lot of activity like normal Right normally is in the fourth quarter. So Okay, I Want to say something because you guys made me think of by the way make sure it's 74 people watching make sure you all hit the like button, please There's actually so interesting enough when we go back to building relationships I don't know how Chris and Demetrius. Let me forget this We have a student and our group right now that knows nothing about trucking nothing about logistics But because he had a relationship with one of the departments during cove it won't he's been sending water to the border and Supplies to the border for the refugees. And so he's actually booking trucks to go down to the border You guys know I'm talking about a moat. Yeah, exactly Yeah, so yeah, so that relationship that he picked up during the pandemic providing them with PPE stuff When it came that person is a as a disaster response person Contracting officer. So then when the Afghani refugee situation happened They called him for that and so he had to get trucks down to the border from I think one was from California And that was from Florida. Yep. Yep, and had to go down to the border. So so again relationships are super super super critical